How to Successfully Work with Local Governments: Insights from Shane Silsby of Silsby Strategic Advisors

In this episode of The Thoughtful Entrepreneur, host Josh Elledge talks with Shane Silsby, CEO and Founder of Silsby Strategic Advisors and author of Managing for Meteors: Preparing Local Government Leaders Before the Impact. Shane shares his deep expertise on the evolving local government landscape, the challenges agencies face, and how businesses can position themselves as trusted, long-term partners. Listeners gain practical advice on building authentic relationships, navigating procurement, and offering strategic value beyond just the lowest bid.

Building Trust and Value in Local Government Partnerships

Shane explains that working effectively with local governments requires a clear understanding of their constraints, workforce challenges, and shifting leadership dynamics. He points to the “silver tsunami” of retirements and the influx of younger leaders as both a challenge and an opportunity for the private sector to bring fresh expertise. Businesses that research agency needs, approach with empathy, and provide specialized knowledge can fill critical gaps in skills and capacity.

He emphasizes that procurement at the local level isn’t solely about price—it’s about qualifications, problem-solving ability, and alignment with the agency’s mission. Companies that lead with value, demonstrate a track record of success, and remain engaged beyond a single project are more likely to earn repeat work. Building relationships over time, rather than pushing for quick wins, creates trust and credibility that pays off in the long run.

Shane also recommends that businesses tailor their approach to each agency’s unique situation, from offering fractional or project-based services to helping with disruption preparedness. He advises proactive engagement, sharing resources, and being honest about capabilities—even referring other providers when it’s a better fit. By doing so, businesses position themselves not just as vendors, but as indispensable partners in delivering better outcomes for communities.

About Shane Silsby

Shane Silsby is the CEO and Founder of Silsby Strategic Advisors and author of Managing for Meteors. With extensive leadership experience in public works and infrastructure, Shane helps local governments and private sector partners prepare for major disruptions, strengthen organizational capacity, and build sustainable solutions for community needs.

About Silsby Strategic Advisors

Silsby Strategic Advisors is a consulting firm specializing in helping local governments navigate disruption, address workforce challenges, and enhance service delivery. The firm also works with private sector companies to successfully engage with public agencies through strategic planning, relationship-building, and targeted expertise.

Links Mentioned in this Episode

• Silsby Strategic Advisors

• Managing for Meteors – Book

Episode Highlights

• Local governments face generational shifts and workforce shortages, creating opportunities for private sector expertise.

• Procurement at the local level values qualifications and alignment over lowest price.

• Long-term relationships and trust are essential for sustained public sector partnerships.

• Businesses should consider offering fractional or project-based services to meet agency needs.

• Proactive disruption preparedness positions companies as valuable, strategic partners.

Conclusion

Shane Silsby’s insights make it clear that winning with local governments is about more than contracts—it’s about understanding their world, anticipating challenges, and building relationships rooted in trust. By focusing on value, demonstrating expertise, and showing up before, during, and after major disruptions, businesses can become indispensable allies to public agencies and the communities they serve.

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